Book Reviews
Compensating the Sales Force
A Practical Guide to Designing Winning Sales Compensation Plans
By David J. Cichelli
McGraw Hill (August 2003)
|
|
"The Alexander Group's Dave Cichelli is a very experienced consultant on
sales force compensation issues. Now his knowledge has been made widely
available in Compensating the Sales Force. If your company is refocusing its
efforts on sales revenue enhancement you must read this book. If you want
motivated salespeople and superior sales results, act on its content."
Noel Capon
R.C. Kopf Professor of International Marketing
Chair of Marketing Division
Graduate School of Business
Columbia University
|
|
|
"Sales compensation is an art and a science, and David Cichelli has a
clear grasp of both elements. This book provides great guidance for any
business leader who wants to capitalize on sales compensation as a tool for
driving business results."
Rick Justice
Senior Vice President, Worldwide Sales
Cisco Systems
|
|
|
"The amount of detailed knowledge required to design and administer the
leading sales compensation programs is astounding. Dave Cichelli is the
premiere sales compensation educator today. You will immediately find this work
informing, helpful, thought-provoking, and "how-to" instructional."
Mark Englizian
Director of Global Compensation
Microsoft Corporation
|
|
|
"Dave Cichelli has given us an outstanding how-to book for sales
compensation. Compensating the Sales Force lays it all out in simple terms.
Companies that heed Dave's advice will be way ahead in the battle for
profitable sales growth and a high-performing sales force."
Patricia K. Zingheim Ph.D.
Partner, Schuster-Zingheim and Associates, Inc. and co-author of Pay People
Right! Breakthrough Reward Strategies to Create Great Companies and The New
Pay: Linking Employee and Organizational Performance
|